What's Up Magazines

The Antique Column
By Nadja Maril

When and Where to Buy and Sell Your Antique Treasures

Etched glass goblets, African water jug, gouda vase, all purchased at yard sales.

I like to get up early, particularly in the summertime, when I hear the birds chirping and the sunshine is starting to peek through the windows into my bedroom. Spring and summer are the seasons for yard sales-everywhere I drive or walk during the weekends I see the signs posted on street corners, colorful posters with arrows: "Yard Sale," "Estate Sale," or "Tag Sale."

Readers often ask me, what is the difference between these various types of sales? As someone who once supported herself and her family buying and selling antiques, I can safely sayit's the merchandise being sold at the sale. From a merchandizing standpoint, if you are selling antiques or collectibles I encourage you to call your outside sale an estate sale. This is because the word estate gives the connotation that the original owner of the goods is deceased and a person of wealth. \Therefore the goods are old and of value. But if you are a true bargain hunter you know that it is possible to find treasures just about anywhere. I've purchased many wonderful antiques at yard sales. Although you may have to sift through stacks of clothing, books, housewares, toys, and linens, there just might be that unnoticed gem mixed in with everyday items. A yard sale means the sale is being conducted in a yard, but who knows what that sale will include.

A tag sale means everything is tagged with a price. The tagged item might be a lawnmower, a bicycle, a piece of cut crystal, or antique opera glasses. A garage sale means that the sale is being held in a garage, and among the old tools stored away on the shelves in the back may be an antique level or a 19th century coffee grinder.

I don't really need anything, so I stay away-or I try to stay away-from those "yard sale" signs. But sometimes an object happens to catch my eye when I'm walking by, like the large blue and white porcelain Chinese planters I bought a few months ago for my back patio. It's true they are not antique, but they are handsome and they didn't cost a lot of money, just $10 each. I knew what I was buying, but a word of caution is do not assume that because something looks old and is being sold secondhand that it is an antique. It's also important to look items over carefully for damage. After all, you are not buying from a store to which you can take returns if you find something wrong with your purchase.

If you are the seller, conducting a yard or estate sale can be the most profitable way to get rid of what you don't want, because you are selling directly to the buyer. There is no middleman to take a commission. There is no overhead of rent, utilities, or employees. However, conducting a sale does take time and knowledge. Frequently tag sales and estate sales are organized and conducted by a third party, who charges a fee, commission, or both for his or her time.

If you are the buyer, you'll want to avoid the middleman because their prices are often higher. It you are the seller, however, using professionals can be a practical choice, particularly when they are adept at organizing, displaying, pricing, and advertising your merchandise.

To sell your antiques and collectibles directly you'll need to research what you have, check comparable prices, and advertise your sale. If you are selling anything notable, make certain you list it in your description of goods. The Internet and the library can help you with your research and checking of prices. You may want to consider hiring a professional antiques appraiser to assist you in determining realistic prices.

Be prepared: have coins and small bills to make change and paper and bags on hand for wrapping. Have at least one assistant to help you watch your merchandise, and expect "early birds" to try to buy items before the sale is scheduled to begin.

Auctions and consignment shops can also provide you with selling options and relieve you of the stress of having to store merchandise. Check terms and commission rates before you sign on the dotted line. It's always wise to get several recommendations when dealing with a business with which you are unfamiliar.

If you are looking to visit a group of yard or estate sales, read the advertisements carefully. Neighborhood and group sales will of course have more to sell, but see what they specifically list. It's always helpful when several are located nearby, so you'll need a map to plan your route. Early in the morning, you'll have first pick. Late in the morning the prices start to be reduced.

Always expect to bargain. If you are selling ask slightly more than you anticipate receiving. If you are buying, offer slightly less, but never try to reduce the price by more than 25 percent. If you try to cut the price too deeply you risk insulting and alienating the seller. Remember, you are most likely buying directly from the owner of the item.

Your yard sale will be more successful if your merchandise is attractively displayed. Many times potential buyers are not planning to stop but see something that catches their eye. Therefore it is better to set your small items on top of tables than to place them on the ground. If you are selling nice clothing, set up a rack and use hangers. An extension cord will enable you to demonstrate that lamps and electrical appliances actually work.

Buying or selling, it is important to smile and be sociable. A positive attitude will help your sales negotiations, whether you're trying to sell everything on the table or buy the missing piece for your collection.

Editor Nadja Maril has been writing an antique column for various magazines and newspapers for more than 20 years. A former antique dealer, author, and consultant, she invites readers to send photographs and suggestions for future columns to 929 West St. Suite 208A, Annapolis, MD 21401 or email nmaril@whatsupmag.com.